How to Sell Managed Services

Selling managed access and video is a different animal, and compensation should hinge on RMR

“There is no instant payout,” Dubey stated. Many dealers will need other business to keep the lights on between moving to SaaS or managed services and seeing that increased revenue stream. Since cloud technology has caught up with access control, integrators have the ability to manage several facilities or campuses under one umbrella.

“The ultimate, real question for dealers is whether they can provide their customers complete access,” Dubey said. “The sale is a long-term relationship. If you prove to your customer that you provide lower cost of ownership there will be more opportunities to sell to them and you will be more profitable over the long haul.”



Curt Harler is a freelance writer and a regular contributor to SD&I magazine. He specializes in security and IT technology and can be reached at